A commercial enterprise that has chosen trade as its specialization cannot do without a sales department. Moreover, the stages of the formation and formation of this department are directly related to business development. That is why you will need to form a sales department after a certain client base has been developed.
Instructions
Step 1
Typically, when a company is just created, the CEO and business owner is personally involved in customer acquisition and sales. Given the successful development of business, it is important not to miss the moment when it is necessary to form a sales department simply because you, as a CEO, simply do not have enough time to work with old clients, let alone attract new ones.
Step 2
Depending on the size of the business, the minimum recommended size of the sales department is 5 people, of which one, or preferably two, are managers. These people should not only maintain the original customer base, but also engage in attracting new customers. This work should also be carried out with the help of "cold" phone calls, when communication is with a person who has never contacted your company.
Step 3
Under favorable conditions, the employees of this department begin to bring new clients to the company every month, serve old ones, and conclude service contracts. Now your task is not to miss the moment when attracting new customers, associated with additional efforts, will become a burden for the sales staff. The customer base developed by this time will be enough for them. At this point, you may face a kind of sabotage, and despite the still high profits, your business will stagnate.
Step 4
Do not miss this important point and create a client department, to which you will transfer the functions of servicing the existing client base. Redefine the functions of the sales force, increase salaries, motivate them and challenge them. Encourage them to find new customers and sales markets. Perhaps it would make sense to slightly reduce the number of this department and transfer some of the employees to the client department. From now on, you can consider that the formation of the sales department in your company is complete.
